Will You Avoid a Negotiation Impasse?
In the summer of 2016, Illinois became the only U.S. state in the past 80 years to go an entire year without a full operating budget, according … Read Will You Avoid a Negotiation Impasse?
AI Mediation: Using AI to Help Mediate Disputes
AI mediation is on the rise, with chatbots increasingly assisting human mediators in resolving disputes. Here’s what AI mediation is capable of—and where it falls short. … Read AI Mediation: Using AI to Help Mediate Disputes
Framing in Negotiation
So, you’ve offered what you think is a great deal, but your counterpart doesn’t seem to agree. What’s the problem? The offer may be excellent—it’s how you’ve … Read Framing in Negotiation
In Conflict Resolution, President Carter Turned Flaws Into Virtues
When it comes to conflict resolution, surprisingly useful nuggets of advice come from the realm of international conflict. Take the Camp David Accords of 1978, as described … Read This Post
Ethical Leadership: The Hidden Risks of Tolerance Standards
In 2022, auditing firm Ernst & Young (now EY) agreed to pay a $100 million penalty imposed by the U.S. Securities and Exchange Commission after a significant … Read This Post
BATNA Strategy: Should You Reveal Your BATNA?
What’s your BATNA strategy for your next important negotiation? Here are six ways to use your best alternative to a negotiated agreement to your advantage. … Read BATNA Strategy: Should You Reveal Your BATNA?
Appealing to Sympathy When Dealing with Difficult Situations
Imagine that you are about to enter into a negotiation. Unbeknown to your counterpart, the stakes are particularly high because you are dealing with difficult situations behind … Read This Post
Negotiating with Your Boss: Secure Your Mandate and Authority for External Talks
Negotiating with your boss might not be at the top of your to-do list before talks with external counterparts. But for business negotiations to proceed smoothly, it … Read This Post
Leading vs. Managing: What’s the Difference?
Are you a manager or a leader? Many people would say they are a bit of both. Indeed, the overlap between the two roles can be confusing. … Read Leading vs. Managing: What’s the Difference?
Persuasion Tactics in Negotiation: Playing Defense
Persuasion tactics can lead us to make decisions in negotiation that we later regret. Fortunately, there are strategies available that can help us avoid being taken for … Read This Post
Negotiation Skills: How to Become a Negotiation Master
Negotiation jujitsu means breaking the vicious cycle of escalation by refusing to react. Resistance should be channeled into activities such as “exploring interests, inventing options for mutual … Read This Post
Negotiations in the News: Lessons for Business Negotiators
What can business negotiators learn from current negotiations in the news? Quite a bit, according to the dozens of negotiation experts who contributed to the January 2019 … Read This Post